TL;DR: Customers decide whether to trust your dealership in the first 90 seconds, and they decide on manners before they decide on inventory. The fix isn’t a one-time etiquette seminar. It’s a daily operating standard your team runs by default. This post walks dealership leaders through the five customer-interaction habits that separate professional showrooms from…
We continue discussion of the Ten Scrolls from the Greatest Salesman in the World by Og Mandino… David Lowe discusses The Scroll Marked Nine, I Will Act Now.
Today’s low gross P.V.R. is not market driven, it’s skill driven.
Unfortunately, most talented Sales Consultants and Managers have never been trained to build desire and value or to close for both maximum closing % and gross P.V.R.
They sell a lot of cars because they are driven, naturally gifted, and have a knack for developing relationship and rapport. We know people buy from people they like. This is where the industries “you either have it or you don’t” thinking came from.
The ASC sales process training is NOT about selling cars. It is about selling more cars, creating more gross profit and making more money! It’s about creating your business within the dealership by building a bank of loyal lifetime customers that return again and again. It’s about reducing turnover by selling in a way that develops your team and makes them feel good about their profession.
“To succeed, try this suggestion for success: save 10%, give 10%, work 10% harder!”S. Truett Cathy(founder and CEO of Chick-fil-A, Inc.) I’ve spent decades in this business studying what separates the dealerships that break through from the ones that stay stuck — and it almost never comes down to market conditions, inventory, or interest rates….
On Thanksgiving Day, 2015, the Green Bay Packers retired Bret Favre’s #4 Jersey. As a Bear fan, I have no love for Favre. He has broken my heart on more than one occasion. Even so, I have always thought of him as one of the greatest football players that ever played. He played the game with Excellence…
“See this guy staring at you, that’s the toughest opponent you’re ever going to have to face. I believe that’s true in the ring and in life.” With powerful simplicity, Rocky Balboa delivers a timeless success principle: who we are and how we think determines our outcomes. We all struggle with ourselves, with self-mastery. Excellence isn’t an event,…
When I first started selling cars in 1986 I was given this advice, “Always have 3 reasons why your customer should buy today!” Sound advice. These types of “logic” statements do help reassure buyers that they are making the right (and smart) decision at the right time! Most of these reasons to buy now flow…
Setting the new standard. Where culture wins, systems scale, and excellence becomes automatic.
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